Commercial Director - Enterprise & Agency

Xapads Media•New York, NY

About The Position

Pulse is an AI-powered contextual video targeting platform built specifically for YouTube advertising. Developed by Xapads Media, Pulse enables brands and agencies to move beyond basic targeting by delivering ads into the right moments based on real content signals. The platform combines AI-driven content scanning, GARM-aligned brand safety enforcement, and real-time campaign optimization. With strong product-market fit and an award-winning platform, Pulse is investing in its commercial function to accelerate revenue across direct advertisers and agency channels in the US. This is a hands-on, new business-focused role for a senior, commercially ambitious Sales Director to own and grow revenue across two high-priority segments: large and mid-market direct advertisers, and media agencies. The ideal candidate understands how brands and agencies plan and buy YouTube media, has credibility in the US advertising ecosystem, and can articulate the business-critical importance of contextual intelligence and brand safety for video advertising at scale.

Requirements

7+ years of B2B sales experience, with a clear track record in digital advertising technology, media SaaS, or programmatic solutions—ideally with direct exposure to YouTube, video, or contextual advertising.
Proven ability to sell into both direct advertiser and media agency environments, with an understanding of the distinct buying dynamics, stakeholder structures, and value criteria in each.
Experience managing complex, multi-stakeholder sales cycles and closing platform or SaaS agreements at five to six-figure contract values.
Strong commercial acumen—able to structure bespoke deals, navigate procurement, and build compelling business cases that connect platform capability to measurable brand and performance outcomes.
Fluency in the YouTube advertising landscape, including how brands and agencies currently plan, buy, and measure YouTube campaigns, and where brand safety and contextual relevance sit on the agenda.
Excellent communication and presentation skills, with the credibility and gravitas to engage at Director and C-suite level across both client-side and agency-side organizations.
Existing senior relationships across US holdco and mid-market agency groups (Publicis Groupe, WPP, IPG Mediabrands, Omnicom Media Group, Havas, Dentsu and/or large independents such as Essence Mediacom, Wavemaker, Zenith).

Nice To Haves

Familiarity with GARM brand safety standards, contextual targeting methodologies, and the broader conversation around YouTube inventory quality and suitability.
Experience selling to in-house marketing teams at brands with direct YouTube investment—particularly performance-focused or DTC advertisers.
An established presence in the US advertising community through IAB, ISBA, or IPA engagement.

Responsibilities

Build and manage a pipeline of large and mid-market direct advertiser accounts, targeting Heads of Digital, Performance Marketing Directors, Brand Managers, and CMOs across verticals with significant YouTube investment.
Lead consultative, end-to-end sales cycles: from identifying brands with meaningful YouTube budgets through to demonstrating Pulse's contextual and brand safety value, structuring commercial terms, and closing platform agreements.
Position Pulse as a strategic enhancement to existing YouTube media activity, helping in-house teams improve placement relevance, reduce brand risk exposure, and generate clearer performance reporting.
Partner with Customer Success post-sale to drive platform adoption, ensure measurable campaign outcomes, and identify upsell and expansion opportunities.
Own and develop relationships across media agency groups, engaging at group trading, investment, data and technology, and brand partnerships levels within both mid-market independents and the six major holdcos.
Build a network of senior agency advocates who understand Pulse's differentiated value and can deploy it across client portfolios.
Structure and negotiate agency partnership agreements, including preferred supplier arrangements, reseller terms, and joint go-to-market programs.
Conduct regular business reviews and executive-level stakeholder engagement across key agency groups.
Own a clearly defined ARR target with full accountability for new business, expansion, and renewal performance.
Maintain rigorous pipeline forecasting, providing regular and accurate visibility to the VP on deal stages, conversion timelines, risks, and market signals.
Bring a structured, prioritised approach to territory management with proactive outbound into high-value accounts.
Serve as a credible external voice for Pulse at industry events, roundtables, and conferences, generating qualified pipeline and reinforcing Pulse's reputation.
Feed market intelligence back into the business—sharing advertiser and agency perspectives on YouTube buying behaviour, brand safety concerns, competitor activity, and product gaps.
Operate as a senior commercial stakeholder within the business, contributing to GTM strategy, commercial model design, and cross-functional initiatives.
In time, recruit, onboard, and mentor junior sales talent—building a team culture grounded in consultative selling, deep product knowledge, and a genuine commitment to client outcomes.